New strategic alliance announced
Scotwork Australia and Trinity Perspectives announce strategic alliance
August 12, 2011
Scotwork Australia, Australia’s market leader in negotiation skills training, is delighted to announce a new strategic alliance with Trinity Perspectives Pty Ltd.
Since 1994, Scotwork Australia has trained over 12,000 negotiators in Australia, generating more than $1 billion of value for its clients, which include 37 of Australia’s Top 50 listed companies. Trinity Perspectives, a Sydney based boutique sales consultancy, works with sales focused businesses in a variety of industry verticals, with a strong emphasis on the areas of win/loss review (WLR) and channel & alliance strategy.
“Really understanding why people would buy from your company, how to negotiate with prospective clients and how to build a revenue-ready channel, is the Holy Grail for sales focused organisations” explains Cian McLoughlin, Managing Director at Trinity Perspectives.
Cian participated in a Scotwork negotiation training course shortly before launching Trinity Perspectives and was immediately struck by the potential synergies between the two companies and their target audiences.
“He approached me at the end of the course” explained Louis Werth, Partner at Scotwork Australia. “We talked for almost an hour about our respective value propositions and the target audience that both our companies were focused on supporting” .
It wasn’t long before Werth, Scotwork partner Simon Kelland and Mcloughlin were all sitting down around a table to nut out the details of how the alliance might work. “We quickly realised the convenience for our clients of having access to Australia’s leading negotiation training course, complimented by Trinity’s innovative win/loss methodology and channel development capability” said Kelland.
At that stage, the two companies began to explore ways to incorporate aspects of their respective offerings and sought feedback from their clients to validate their assumptions.
“Having already participated in the Scotwork training course and seen the value first hand, I knew that my clients would also find it extremely beneficial” explained Cian. “The acid test was whether we could marry up our respective methodologies and provide our clients with something really valuable and compelling, which we’re confident we have been able to do”.
The new offerings provide sales focused organisations access to a wide variety of training and expertise, encompassing tailored sales coaching and channel development, in-depth negotiation skills training and consultancy, plus detailed win/loss reviews and client satisfaction surveys. Results are almost immediate, with the average ROI from a Scotwork course equating to 10 times the course fee, within the first three months.
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